HVAC Equipment Sales Manager

What you will do
Cultivate and expand strategic partnerships with our leading equipment sales agents to drive mutual growth, strengthen market presence, and deliver exceptional customer value. Provide overall leadership for the HVAC Equipment business across assigned markets, developing and executing growth strategies that foster long-term customer relationships, expand market share, and deliver profitable business results. Serve as a strategic partner to key sales agencies, ensuring alignment of business objectives and accountability for profitable sales growth, market penetration, and operational performance. Lead, develop, and empower a high-performing sales organization to position JCI as the preferred equipment provider across all building segments. Drive sales excellence through disciplined account management, forecasting, pipeline management, talent development, and rigorous execution of JCI Sales Management Disciplines. Build and maintain executive-level relationships with owners, architects, consulting engineers, and contractors to influence project outcomes, shape market opportunities, and accelerate business performance.

How you will do it

• Lead account assignment, territory coverage, and sales resource deployment to maximize customer engagement and achieve sales plan objectives.
• Deliver profitable sales growth while meeting gross margin, EBIT, and Trade Working Capital (TWC) targets for the assigned markets.
• Maintain accurate sales forecasts and pipeline visibility, ensuring effective allocation of sales support resources and proactive management of business opportunities and risks.
• Drive market penetration by securing new customers and expanding relationships with owners, architects, consulting engineers, mechanical contractors, and other key stakeholders.
• Ensure the development and execution of account plans for key and target accounts, identifying growth opportunities and increasing share of wallet across the customer base.
• Partner closely with equipment sales agents and the local branch to align sales strategies, strengthen market presence, and achieve mutual growth objectives.
• Represent the management team on strategically important key accounts, establishing and maintaining long-term executive relationships that influence opportunities, strengthen customer loyalty, and support sustainable growth.
• Develop the capabilities of the sales team through coaching, performance management, training, and ongoing sales enablement, ensuring proficiency across JCI's full portfolio of solutions.
• Translate business objectives into actionable sales strategies and execution plans that drive profitable growth and market share expansion.
• Foster a culture of accountability, customer focus, collaboration, and continuous improvement across the sales organization.

What we look for
Required

• Bachelor's degree in Business, Engineering, Construction Management, or a related field, or equivalent combination of education and industry experience.
• 5+ years of experience in HVAC equipment sales, applied HVAC systems, building systems, or related field operations.
• 3-5 years of sales leadership experience with demonstrated success leading, coaching, and developing sales professionals.
• Proven ability to achieve sales, growth, profitability, and market share objectives.
• Experience building and managing relationships with equipment sales representatives, contractors, consulting engineers, owners, and other key market influencers.
• Demonstrated success in account management, business development, and strategic customer relationship management.
• Experience utilizing CRM, sales forecasting, and pipeline management tools to drive business performance.
• Strong financial and business acumen, including experience managing sales performance against revenue, margin, and growth objectives.
• Ability to influence and collaborate across matrixed teams to drive customer outcomes and business results.
• Available for frequent local travel.

Preferred Qualifications

• Bachelor's degree in Engineering, Business, or a related discipline.
• Experience leading sales through independent manufacturers' representatives or channel partners.
• Knowledge of HVAC equipment applications, systems design, and specification sales.
• Experience working with owners, consulting engineers, architects, and mechanical contractors throughout the project lifecycle.
• Demonstrated success growing market share and expanding business within existing accounts.
• Experience leading strategic account planning and managing key customer relationships.
• Proven ability to develop and manage strategic partnerships with external sales agencies, driving alignment, accountability, market growth, and customer engagement.
• MBA or advanced business education is a plus.

Salary Range: HIRING SALARY RANGE: $150,000-197,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us